Podcasts about account executives

In this episode, Pat is joined once again by Luke Modlmayr, Account Executive at Workato. They discuss the transformative potential of AI and automation across various business processes, highlighting how low-code integration platforms can streamline workflows, improve efficiency, and enable organisations to leverage emerging technologies like agentic AI to solve complex business challenges. Luke Modlmayr LinkedIn: https://www.linkedin.com/in/lmodlmayr/ Workato Website: https://www.workato.com/ Patrick Gardner LinkedIn: https://www.linkedin.com/in/csba-patrick-gardner/ A world of client data awaits you at Netwealth: https://ensombl.com/go/20250516 Recognise real-world learning as CPD: https://ensombl.com/cpd/ General Disclaimer – https://www.ensombl.com/disclaimer/

Rancho Mesa's Alyssa Burley and Jeremy Hoolihan, Partner and Account Executive of the Janitorial Group, discuss how business owners can take a proactive approach to insuring their commercial property. Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠.Director/Producer: ⁠⁠Alyssa Burley⁠⁠Host: ⁠⁠Alyssa Burley⁠⁠Guest: ⁠⁠Jeremy Hoolihan⁠⁠Editor: Jadyn BrandtMusic: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

In this episode of The New Warehouse Podcast, hosted by Kevin Lawton, we dive into the complexities of operating and maintaining deep freezer warehouses. Recorded at MHI headquarters, Kevin is joined by Matt Rivenbark, VP of Sales and Marketing at Gebhardt Intralogistics, and Steve Wilson, Account Executive at Slate River Systems (SRSI). They discuss crucial elements for planning cold storage facilities, the challenges of labor and equipment, and the importance of using advanced technology and automation to increase efficiency and reduce costs. Learn about maintaining equipment in extreme environments and the benefits of cranes versus shuttle systems for maximizing storage. Don't miss the invaluable insights from these industry experts!Learn more about the Conveyor & Sortation Solution Industry Group here.Learn more about Zebra Robotics here. Follow us on LinkedIn and YouTube.Digital Disruption with Geoff Nielson Discover how technology is reshaping our lives and livelihoods.Listen on: Apple Podcasts SpotifySupport the show

Google Ads are a proven, powerful tool for practice owners to reach more new patients. Google does not sit still with its Ads platform. There are new features regularly. My guest today runs a marketing agency that specializes in Google Ads, and he'll tell us what's new in the platform.Jim Bilello is President of US Marketing, a Google Ads agency that has specialized in Google Ads for well over a decade. Jim has over 20 years of sales and marketing experience and has represented key Hollywood Studios, e.g. Paramount, Fox, New Line, Disney, Miramax, Lions Gate for ancillary distribution to colleges and universities, started a college cinema cable network, Account Executive for Clear Channel Entertainment / Live Nation and represented Latin Grammy artists for Hispanic marketing for the Texas Rangers, the Arizona Diamondbacks, Verizon Wireless and Chase Bank. He has a Masters in Education and Marketing from Southern Illinois University - Carbondale and a Northwestern University Kellogg Graduate School of Business Executive Certificate in New Product Development.In this episode Carl White and Jim Bilello discuss:Local Service Ads (LSAs)Changes with cookiesPromax CampaignsWant to be a guest on PracticeCare®?Have an experience with a business issue you think others will benefit from? Come on PracticeCare® and tell the world! Here's the link where you can get the process started.Connect with Jim Bilellowww.usmarketing.bzhttps://www.linkedin.com/in/jimbilello/https://www.facebook.com/USMarketingChicagohttps://goo.gl/maps/emxGbx4NWt4njHZs7Connect with Carl WhiteWebsite: http://www.marketvisorygroup.comEmail:  whitec@marketvisorygroup.comFacebook:  https://www.facebook.com/marketvisorygroupYouTube: https://www.youtube.com/channel/UCD9BLCu_i2ezBj1ktUHVmigLinkedIn: http://www.linkedin.com/in/healthcaremktg

Rancho Mesa's Alyssa Burley and Greg Garcia, Account Executive with the Landscape and Tree Care Group, talk about why it's important to have an insurance pre-renewal meeting. Greg, welcome to the show.Show Notes: ⁠ ⁠⁠⁠⁠⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠⁠⁠⁠⁠Host: ⁠⁠⁠⁠⁠⁠Alyssa Burley⁠⁠⁠⁠⁠⁠Guest: ⁠⁠⁠⁠⁠⁠Greg GarciaEditor: ⁠⁠⁠⁠⁠⁠Jadyn BrandtMusic: "Home" by JHS Pedals, “Breaking News Intro” by nem0production© Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

#realconversations #nursing #medicationerrors #patientsafety#healthconsumer CONVERSATIONS WITH CALVIN WE THE SPECIESMeet DR JULIE SIEMERS: “When I look in the mirror everymorning during the shaving routine, I see the reflection of a proactive, healthconsumer advocate. I thought I knew broad health concepts. Until just meetingand interviewing Dr Julie Siemers, who is a leading authority in patient safetyas a nurse educator and founder of Lifebeat Solutions. Julie has over 40 yearsof experience in nursing care. What a brave new world of discovery for me. ANDyou. Perhaps up to 250,000 people die from preventable ‘stuff.' Enough said. DrJulie Siemers is riveting and necessary.” Calvinhttps://www.youtube.com/c/ConversationswithCalvinWetheSpecIEs503 Interviews/Videos  8970 SUBSCRIBERSGLOBAL Reach. Earth Life. Amazing People.  PLEASE SUBSCRIBE **DR JULIE SIEMERS; The Nurse Who's Saving a Million Lives OnePolicy at a Time; Professor; Dean; LIVE from VirginiaYouTube:  https://youtu.be/ZPB8av2NMvsBIO: Dr. Julie Siemers brings more than four decades ofexperience and expertise in nursing practice, education, and executiveleadership to the healthcare arena. Dr. Siemers direct patient care experienceincludes a wide variety of roles on the medical/surgical care floor, IntensiveCare Unit, emergency department, and trauma resuscitation department atUniversity Medical Center, Las Vegas.Dr. Siemers currently serves as Campus Executive Directorfor a large Nursing University in California and is responsible for providingstrategic direction to successfully achieve academic and operationalgoals—building upon past successes and driving excellence in nursing education.She has served as Chief Flight Nurse and Regional Program Director for MercyAir Services in Las Vegas. Dr. Siemers is passionate about education inhealthcare; she served as an education consultant and Account Executive for a largemedical device company for several years and was instrumental in impactingpositive changes in patient monitoring practices. Dr. Siemers has been a memberof State Boards of Nursing Education Councils to contribute her expertise toenhancing safe nursing practice.Dr. Siemers' has been a great influence in nursing educationfor the past fourteen years serving in various capacities of Professor ofNursing for Adult Health and Critical Care courses, Program Director of theBachelor of Science in Nursing at Touro University, Dean of Academic Affairs,Campus President in Arlington Virginia and Jacksonville Florida for ChamberlainUniversity. Dr. Siemers has been a member of State Boards of Nursing EducationCouncils to contribute her expertise to enhancing safe nursing practice.Current and future nurses need to be vigilant in their practice and care ofpatients to improve patient outcomes and save lives.Dr. Siemers focus and vision for creating radical changes inhealthcare to protect patients from unintended harm and preventable medicalerrors is to inform and educate each and every patient and their familymembers. To be forewarned is to be forearmed. We are all in this together.**Linkshttps://www.drjuliesiemers.comwww.tiktok.com/@drjuliesiemers**WE ARE ALSO ON AUDIOAUDIO “Conversations with Calvin; WE the SpecIEs”ANCHOR https://lnkd.in/g4jcUPqSPOTIFY https://lnkd.in/ghuMFeCAPPLE PODCASTSBREAKER https://lnkd.in/g62StzJGOOGLE PODCASTS https://lnkd.in/gpd3XfMPOCKET CASTS https://pca.st/bmjmzaitRADIO PUBLIC https://lnkd.in/gxueFZw

Nos aliamos con Notion para regalarte 3 meses gratis del plan Plus y acceso ilimitado a su IA.

In this episode of DriveTime, Matt Fowler, Chairman of the Young Auto Care Network (YANG) and Account Executive at Ubisense, discusses his background in digital assets and then delves into his sales role at Ubisense, which uncovers hidden process data via its tracking technology to boost company productivity.Fowler says the most interesting, coolest thing about the aftermarket is that it is a very familial type of space. “It is the only industry I've worked in… the only space where everyone really is just trying to work well and work together to make everything better.”Fowler became chair of YANG in July, 2024, which now numbers over 1,600 active members. He describes his role and vision for the organization which involves working with council members to grow these key YANG pillars: networking events, digital engagements, education, sponsorships and scholarships. He also discusses the group's main programming events: Connect Week, May 12-15, in Phoenix; Fall Leadership Days and the Legislative Summit, Sept. 17-19, in Washington DC; and the AAPEX Show, Nov. 4-6, in Vegas.To learn more about Matt and his roles at YANG and Ubisense, be sure to watch the video above.Episode Overview: • Matt's role at Ubisense (1:21)• The most interesting thing he's learned about the aftermarket (3:07)• Matt's role as YANG chair and his vision for the organization (5:05)• YANG's goals for 2025, with highlights of key events that are in the works (7:48)• Lightning Round (11:13).

In this episode, we sit down with Dick Dunkel, the original inventor of the acronym MEDDIC (MEDDICC), the most widely used qualification framework (MEDDPICC) in software sales, SaaS sales, and IT Sertrieb. We dive deep into the real story behind MEDDICC's creation, how it became a global standard in tech sales, and why it's still relevant in 2025. This conversation is packed with insights for SDRs, Account Executives, and Sales Leaders in Software Sales and IT sales. Ressourcen: Software Sales Formula: https://www.softwaresalesformula.com Book a call: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/269dj  Timestamps: (00:00) - Intro: The Man Behind MEDDICC (02:00) - How MEDDICC Was Discovered at PTC(05:15) - The 3 Questions That Started It All(08:30) - Why MEDDICC Became a Global Standard(11:45) - What Makes MEDDICC So Effective(14:10) - Is MEDDICC Still Relevant in 2025?(17:00) - The Swiss Army Knife of Sales(20:15) - Common Mistakes When Implementing MEDDICC(23:30) - Sales Enablement and Changing Behavior(27:50) - What Happens When You Miss a Step(30:40) - How MEDDICC Helps with Forecast Accuracy(35:10) - Coaching with MEDDICC: The Scoring System(39:30) - Why Qualification = Time Management(42:00) - Sales Leadership and MEDDICC Adoption(46:00) - How to Embed MEDDICC in Sales Culture(49:30) - Final Thoughts: Sales is a Lifecycle Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Welcome to Industry Spotlight—a focused series hosted by Sam D'Arc, highlighting standout dealerships and innovative companies, and exploring the trends driving success in today's automotive market. Today, Sam sits down with Cody Hansen, Fixed Operations Director Ferman Automotive, and Matt Gonzalez, Sr. Account Executive, Automotive at Uber. This episode of the Car Dealership Guy Podcast is brought to you by Uber For Business: Uber For Business - With Uber for Business, dealerships create a seamless experience for their customers, while helping them get employees and parts where they need to go. Thousands of dealerships have implemented Uber for Business to bolster current offerings, with the goal to increase efficiency, optimize costs and create a superior customer experience. Learn more about how Uber can support your dealership's goals @ t.uber.com/CDGauto

Danielle Spinelli and Joe Lynch discuss unpacking cargo theft: trends and solutions. Danielle serves as Account Executive at Descartes MyCarrierPortal, the leading solution for carrier identity, onboarding, and monitoring in transportation. About Danielle Spinelli Danielle Spinelli is an Account Executive at Descartes MyCarrierPortal. With a decade of experience in the logistics and transportation industry, Danielle brings a wealth of knowledge and expertise in carrier sales and vetting. Having worked as a Carrier Sales Broker for 8 years, Danielle honed a deep understanding of the supply chain and transportation landscape, building strong relationships with carriers and specializing in vetting and compliance. For the past two year, Danielle has been a key member of the team at MyCarrierPortal, specializing in carrier vetting. In this role, Danielle focused on educating customers how to properly review carriers to ensure that every carrier meets compliance standards to prevent brokers/shippers from being a victim of fraud. About MyCarrierPortal Descartes MyCarrierPortal is the industry's most trusted platform for carrier onboarding, fraud prevention, and compliance. Built for freight brokers, 3PLs, and shippers, it streamlines carrier qualification, automates insurance monitoring, and reduces risk—enabling faster, more secure freight operations across the industry's largest active carrier network. Key Takeaways: Unpacking Cargo Theft: Trends and Solutions Join Danielle Spinelli, the CHP Cargo Theft Task Force, and TIA's Daniel Hoff for an exclusive webinar on the rise of organized freight crime. Learn about real-world investigations, emerging fraud trends, and how stronger laws—and your support—can help fight back. Register here. Hear directly from the California Highway Patrol's Cargo Theft Task Force as they expose how organized criminal networks operate—and the real-world investigative methods turning the tide. Register here. Discover how new legislation could help crack down on freight fraud, and learn practical steps you can take to protect your business, support law enforcement, and drive industry change. Register here. Streamlined Carrier Onboarding: Utilizes the proprietary Intellivite system to invite and onboard carriers swiftly, often completing the process in as little as 5 minutes. This efficiency reduces administrative burdens and accelerates operations. Advanced Fraud Prevention: Employs proactive tools to safeguard against identity fraud and double brokering, including real-time fraud alerting through AI-enabled location tracking, ensuring the authenticity of every carrier. Automated Insurance Monitoring: Maintains a comprehensive Certificate of Insurance (COI) warehouse, preloading COIs 95% of the time during onboarding, and continuously monitors insurance status to ensure carriers are properly insured. Custom Risk Assessments: Provides tailored risk evaluations to verify carrier reliability, integrating seamlessly into existing Transportation Management System (TMS) workflows for efficient decision-makin. Incident Reporting and Community Alerts: Features a community-driven incident reporting system that centralizes fraud alerts and streamlines carrier vetting, enhancing transparency and trust within the network. Seamless Integration with TMS Platforms: Integrates with various TMS platforms like Descartes MacroPoint and Aljex, allowing for automatic carrier registration and real-time compliance updates, thereby enhancing operational efficiency. Continuous Compliance Monitoring: Offers ongoing monitoring of carrier compliance, including daily checks of insurance and Federal Motor Carrier Safety Administration (FMCSA) authority statuses, ensuring that all carriers meet required standards. Learn More About Unpacking Cargo Theft: Trends and Solutions Danielle Spinelli | Linkedin Descartes MyCarrierPortal | Linkedin Descartes MyCarrierPortal Webinar: Combating Strategic Cargo Theft – Stories from the California Highway Patrol The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

In this edition of Industry Matters, Shelby Graveman, Sr. Director of Customer Success at VGM & Associates, interviews Kyle Neese, Sr. Account Executive at ACU-Serve. Together, they explore the hottest topics in the HME industry, offering insights on how providers can effectively navigate daily challenges. They discuss the essential resources ACU-Serve provides, including payer relations support and the importance of root cause analysis for optimizing workflows and system performance. Additionally, they highlight how technology and trend reporting can enhance your business and emphasize the critical role of monthly recurring revenue for financial health. Join us as we delve into common growth challenges faced by HME companies and share strategies to increase revenue through technology and outsourcing solutions. Whether you're looking to scale your business or streamline operations, this podcast offers valuable tips and expert advice to help you succeed in the dynamic HME landscape.

Delaney Cook (RPTA '23), Account Executive for Membership Services at the San Jose Sharks, talks with Dr. Brian Greenwood (Cal Poly Experience Industry Management) about her life and career to date.

Episode Links: Women Still Handle Main Household Tasks in U.S. Worries about life in 2025 Taking Out the Trash? That's Still a Man's Job, Even for the Liberal Coastal Elite Women in the Workplace 2019 Ask an Expert: How Do I Relaunch My Career After a Long Break? Pregnancy, maternity and returning to work: An employer's guide Do Longer Maternity Leaves Hurt Women's Careers? Welcome to the Risk Zone: The period in which women's potential for motherhood is negatively impacting their employability Gender Differences in the Relationship Between Empathy and Forgiveness All around the world, women are better empathizers than men, study finds Why I need a women's leadership development programme Samantha Harman's Post 'Progress Over Perfection': A Mantra For HR And Leadership How Women Can Stop Seeking Validation & Own Their Worth Overcoming Your Need for Constant Validation at Work How fearless women lead How To Level Up As A Woman: 21 Hacks To Get Started   Vanessa Frater Robertson is a multi-award-winning international speaker, author, certified confidence and speaker coach with over two decades of corporate communication expertise. She has empowered hundreds of professional women to speak boldly and lead fearlessly. As the founder of the Global Confidence Core Movement, predominantly for faith-based women, Vanessa is dedicated to breaking barriers and igniting self-belief. Connect with Vanessa on LinkedIn: https://www.linkedin.com/in/vanessafraterrobertson/   Amy Bond is an Account Executive for an award winning learning technology company. Passionate about empowering innovative Learning and development professionals, to drive engagement in their workforce and encourage a meaningful culture of social learning. I love supporting progressive organisations harnessing the power of impactful tech, to close skills gaps and transform organisational performance.  https://www.linkedin.com/in/amy-bond-62a671104   Dr. Sunanda Banerjee brings over 16 years of diverse experience spanning domestic and international markets in the field of Leadership Development, Business & Strategy.  She holds an MBA and an MS degree from reputed universities, and is a PhD in Neuromarketing and is an ICF Certified Executive Coach. She works with large and medium sized corporations and her expertise lies in Leadership Development, Neuroscience in Learning, and driving organisational success through Behavioural Interventions. A TEDx speaker and a writing enthusiast, Dr. Banerjee is a sought-after panellist and speaker at leadership forums. LinkedIn profile link: https://www.linkedin.com/in/sunandabanerjee   You can contact Women Talking About Learning through our website, womentalkingaboutlearning.com We're on Twitter @WTAL_Podcast You can buy us a coffee to support Women Talking About Learning via Ko-Fi. Or you can email us via hello@llarn.com

Cold Calling, Telefonverkauf und Kaltakquise funktionieren noch – aber nur, wenn du ein Skript nutzt, das sich von der Masse abhebt. In dieser Episode lernst du das RRM-Skript kennen: Route – Ruin – Multiply. Dieses Cold Calling Framework wird im deutschsprachigen Raum kaum verwendet, ist aber extrem effektiv im Software Sales, IT Vertrieb und SaaS Sales. Du erfährst, wie du mit psychologischen Prinzipien wie Pattern Interrupts, Emotionen und Open Loops mehr Entscheider erreichst, Vertrauen aufbaust und Termine buchst – ganz ohne Pitchen. Perfekt für SDRs, Account Executives und SaaS-Verkäufer im Outbound Sales. Ressourcen: Download "Cold Calling Skript": https://2ly.link/2608n  zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://2ly.link/24kPi Kickscale: Kickscale Extended Free Version: https://2ly.link/1zdl4  Timestamps: (00:00) – Intro & Ziel der Episode (01:10) – Warum Cold Calling für viele so schwer ist  (02:20) – Persönliche Geschichte & Ursprung der Mustererkennung (04:00) – Die 3 psychologischen Prinzipien im Skript (06:40) – Warum Standard-Skripte nicht mehr funktionieren (07:45) – Die Struktur: Route – Ruin – Multiply (09:20) – Schritt 1: Route – zur richtigen Person kommen (14:30) – Schritt 2: Ruin – die Illusion zerstören (23:00) – Schritt 3: Multiply – den Mehrwert skalieren (28:20) – Zusammenfassung & Anwendung im Alltag (30:30) – Einladung zum Training & Outro Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Jake DeRuyter, a 2015 Air Force Academy graduate, shares a compelling leadership journey marked by unexpected challenges and resilient adaptation. ----more---- SUMMARY Initially aspiring to be a pilot, Jake faced a critical moment when back surgery disqualified him from his dream career, forcing him to quickly choose a new Air Force Specialty Code within just one hour. Despite the uncertainty, he remained calm and strategic, ultimately transitioning to intelligence and then to an ROTC instructor role. His leadership philosophy emerged from these experiences: staying flexible, maintaining a strong network, and focusing on developing others rather than just personal advancement.   SHARE THIS EPISODE LINKEDIN | FACEBOOK   JAKE'S LEADERSHIP TAKEAWAYS  - Always be willing to adapt and stay resilient when unexpected challenges arise, like Jake did when he couldn't become a pilot and had to quickly choose a new career path.  - Build and maintain a strong network of connections, as these relationships can help you navigate career transitions and provide support.  - Focus on developing the people around you, not just your own career advancement. A great leader lifts up their team and helps others grow.  - Stay proactive in reaching out to people, checking in, and genuinely listening to their stories and experiences.  - Be willing to take risks on talented individuals, especially those from similar backgrounds or networks, like how Jake was given an opportunity by fellow graduates.  - Maintain a competitive spirit and drive, but channel it into continuous self-improvement and supporting others.  - Give back to your community, whether through mentoring, volunteering, or leading local chapters and organizations.  - Be prepared to put in consistent daily effort, understanding that success comes from habits and persistent hard work.  - Stay open to unexpected opportunities and be willing to pivot when your initial career path doesn't work out.  - Prioritize relationships and connections over individual achievements, recognizing that your success is often measured by the people you've helped develop.   JAKE'S TOP 5 LEADERSHIP LESSONS Here are the 5 best leadership lessons from Jake DeRuyter's interview:   Build Others Up, Not Just Yourself Jake emphasized that true leadership is about developing the people around you. As he said, "Don't just worry about your own career and life" - great leaders are judged by the success of those they mentor and support.   Stay Adaptable and Resilient When Jake's pilot career was unexpectedly derailed, he demonstrated the critical leadership skill of staying calm under pressure and quickly pivoting. He chose to focus on what he could control rather than getting stuck on what he couldn't change.   Maintain Genuine Connections Jake consistently stressed the importance of reaching out, checking in with people, and truly listening. He makes time to connect with classmates, colleagues, and fellow graduates, understanding that relationships are the foundation of effective leadership.   Take Calculated Risks and Support Others Jake's career trajectory shows the importance of being willing to take risks - both for yourself and for others. He was given a chance by fellow graduates and now pays it forward by helping other transitioning military members.   Give Back Consistently Leadership isn't just about personal achievement, but about contributing to your community. Jake exemplifies this through his role as chapter president, mentoring cadets, and always being available to help fellow Air Force Academy graduates.   EPISODE CHAPTERS 00:00  Introduction to Leadership Journeys 05:31  Navigating Life's Crossroads 12:01  The Role of Mentorship and Family 17:31  Transitioning from Military to Civilian Life 20:48  Motivation and Personal Drive 22:02  The Daily Grind: A Shift in Focus 24:31  Building Community: Chapter Leadership 27:29 Challenges of Leadership and Engagement 29:00 Giving Back: The Importance of Community 31:12  Leadership Lessons: Daily Practices 32:53  Advice for Aspiring Leaders 34:25  Reflections on Involvement and Connection 36:40  Final Thoughts and Gratitude   ABOUT JAKE BIO As a 2015 graduate of the United States Air Force Academy, Jake spent six years on active duty serving as an Intel Officer and ROTC Instructor. Having left the service, he now am an Account Executive on the Air Force team at IMPRES Technology Solutions providing active duty units with the tech they need to accomplish the mission. - Copy courtesy of Jake DeRuyter and LinkedIn   CONNECT WITH JAKE LINKEDIN  |  ASSOCIATION OF GRADUATES - CENTRAL TEXAS CHAPTER     ALL PAST LBL EPISODES  |  ALL LBLPN PRODUCTIONS AVAILABLE ON ALL MAJOR PODCAST PLATFORMS     FULL TRANSCRIPT SPEAKERS GUEST, JAKE DERUYTER '15  |  HOST, LT. COL. (RET.) NAVIERE WALKEWICZ '99   Naviere Walkewicz  00:00 Welcome to Long Blue Leadership, the podcast where we share insights on leadership through the lives and experiences of Air Force Academy graduates. I'm Naviere Walkewicz, Class of '99. My guest today is Jake DeRuyter, Class of '15, currently an account executive with Impress Technology and the president of the Central Texas Chapter of the Association of Graduates, quite possibly our youngest graduate to do so. He is second-generation Air Force following his father, a graduate from the Class of '85, and uncle, Class of '87 from our Air Force Academy, the only school that he applied to after high school. We'll talk about those things, Jake's leadership journey and a particular crossroad he arrived at when he had one hour to decide his entire life. Jake, welcome to Long Blue Leadership, and I'd like to dive right in: One hour to decide your entire life. What's that about?   Jake DeRuyter  01:22 Yeah, so my second semester, first year, I was dealing with some pretty significant back issues, and didn't realize how just how severe it was. So I'm in the flight dock. It was either the Monday the week before or the week of graduation, and the doctor's like, “Hey, you're gonna need back surgery to remove the bulging disc in your back.” I'm like, “OK, great. I can barely walk, so sign me up. Whatever you can do make me feel better.” And they're like, “Well, you're not gonna be able to keep your pilot slot if you proceed with the surgery.” And I'm not gonna lie and say it was my end all dream to be a pilot, but you go through all four years thinking you're gonna fly, you're pretty fired up for it, we're a week away from graduation, and then it's like, hey, the rug is just pulled. But I had to make a decision right there where it's like, “Hey, I'd rather be able to walk and be pain free than fly.” And so that was a pretty easy decision at that point. And then the next part is, what you alluded to, is where things got a little tricky. So being just a couple days before walking across the stage and saluting the secretary of the Air Force, I'm like, “So what's my job going to be?” I don't even know what else is available in the Air Force. I didn't have to focus on this.” And they're like, “Well, I'm just the flight doc. Go talk to the personnel office over in Vandy, and they'll get you taken care of.” So, I walk — or hobble — on over there, And I'm like, “Hey, Jake DeRuyter, I told the flight doc to give y'all a call, you know, to get me a new job. What's my life look like? What are we doing next?” And she just goes, “Well, there was a big missileer crisis, and we're really desperate for missileers. So, you're gonna be missiles now.” And I'm just, like — my jaw dropped.   Naviere Walkewicz Not what you expected to hear.   Jake DeRuyter  Not what I wanted and like, not to downplay missiles, just not what I wanted to join the Air Force to do, right? That's... I'm just like, standing there in shock. And she's like, “Are you OK?” And I'm like, “I kind of want to jump off my room on top of Vandy, but you know, it's gonna be fine. Do I get some preferences? Do I have any say in this?” Just assigning that to kind of seems aggressive. She goes, “Well, I guess I can take your preferences down.” And I'm just like, “Why didn't you lead with that? That would have been great.” And so she's like, “Well, I need to submit these right now. So, what do you want to do?” I'm like, “Well, what are my options? I don't even know what other AFSC's there are.” So, that becomes a very frantic hour of me calling all my teachers. I was a management major — I highly recommend that. One of the best decisions of my life was going through the management department. And I call my teachers and they're like, “Hey, stick with something business related, like contracting, acquisitions, finance. If you put one of those three down, you're guaranteed to do it.” I'm like, “OK, sweet. Sounds like it sure bets on me. Like, that, sounds easy enough.” but they made you put down five. And, you know, you always hear the horror stories where if you don't put down something, it defaults to the needs of the Air Force, right? So I think I put down like PA, just because I was like, “There's no way they'll pick me for that. There's barely any PA officers.” And I, for the life of me, couldn't tell you what I put in the fifth spot. And so, I walk out of there kind of dejected. I'm like, “Man, my whole life just changed in the span of an hour. No idea what the next— I don't know where I'm gonna be living. I don't know what my job's gonna be like. What in the world's going on?” So, the next day we're all sitting in one of those final briefings, you know, “Hey, here's how you PCS. Here's how you do XYZ.” Right? As the meeting's about to kick off, that same tech sergeant — God, I'd give her a big hug now — she walks up to me with some paperwork and says, “Congratulations, sir.” And I'm looking at her like the person just told me my life was over the day before, so I'm not exactly happy to see this person. And then I look at the paper, and it just says, “Goodfellow Air Force Base.” I had no idea where in the world that was, what job that was or anything. I just knew it wasn't Vandenberg for missileer training. So I just look at her and go, “I'm not missiles?” She's like, “You're not missiles.” I stand up, give her a big old hug. You know, they're trying to start a briefing. They're like, “Sir, please sit down for...” “Sorry, I'm too happy right now.” So yeah, that started me off on my journey to San Angelo, Texas, which I didn't really know what I was getting into there, but, yeah, going intel kind of led me to where I am now in life. And looking back on it now, all the crazy things that happened, it put me where I am now, and so, I'm very thankful for the things and how they all ended up and put me in a position where I can give back to the community now and really serve the Air Force and fellow grads in a much better capacity than I ever could have while on active duty.   Naviere Walkewicz  05:30 Well, it's so interesting because, you know, you think about the Air Force Academy as a place where they teach you to be able to make decisions on the fly, or to make the best calculated decision you can at the time.What leadership lessons do you think you called upon in that frantic moment of well, not only can you not be a pilot now because we're going to have this surgery, but now you have to pick an AFSC. What do you think you drew upon to guide you through that in a kind of a leadership manner?   Jake DeRuyter  06:02 Yeah, the biggest thing was just staying calm and realizing,  OK, whatever happens, happens, I can't change the past. I can only deal with the information given, and push forward. I could sit there and get upset with myself or upset at the world, but that doesn't do anything. It's like, “All right, how do we take action?? How we take that next step to get over this?” Because you want to be in control of your life as much as possible, going forward, right? And choosing your AFSC, arguably, is probably one of the biggest things you could possibly choose in life, next to your spouse and things like that. And that determines, however, what your entire Air Force career is going to be. So yeah, doing that in the hour was definitely very frantic. But, one of the biggest things I really pride myself on, and really want to encourage others is the connections you make throughout your Academy experience, through active duty, in your life — those are the people that are going to help you in those dark times, those tough times. And lean on those people. And the only way you can lean on them is if you prove to them that they can lean on you when they need help, right? As that's one of the things I make a pillar in my life is, when those friends are in a dark time, I want to be the one that, “Hey, I'll be there for you.” That's always one thing I'm passionate about, and what I centered my leadership philosophy around.   Naviere Walkewicz  07:15 I love that. I think you just kind of hit on it, right? You have this network, and I imagine your family is part of that — your dad being a graduate. What role did he play in this moment in your life, and how did you navigate that with him?   Jake DeRuyter  07:30 Yeah, he was awesome, and he was a big reason why I went to the Academy. He always did a really good job of putting that as an option but not forcing it or not shoving it down my throat. And I was really thankful to him for the life me and my sister had growing up, and all the crazy places we moved to and everything. And I didn't really know what I wanted to do, as you hinted in the preview. I didn't apply anywhere else because I didn't really know what I wanted to do when I grew up. And he was like, “Hey, the Academy was always a great place, and worst case, they tell you what to do.” And he's like, “Hey, if you want a similar life to where you grew up, I attribute everything to that, and that's kind of what led me there.” So yeah, you better believe after calling my teachers to figure out what AFSC I should do, he was my next call to be like, “Hey, I knew you always wanted me to fly, but that's not working anymore. So what do you think?” So, he's been a tremendous help my entire life. I mean, I talk to him at least every week. So, yeah, huge help there.   Naviere Walkewicz  08:27 That's amazing. So you went on to be an intel officer, and what was that like? And then how did you decide that it was going to be time to move on to transitioning out of the military.   Jake DeRuyter  08:42 Yeah, so intel wasn't exactly a great fit for me, and what I was like trying to do. You know, when you're told your intel, I imagine— I knew nothing. So I'm like, “Oh, I'll be a spy. I'll be James Bond. I'll be the CIA. None of those were remotely true. So, I got stationed in San Antonio, Texas, for my first job, which was great. I love San Antonio. I worked with some amazing people. Our mission was a little funky. We were doing defensive cyber ops as it was kind of standing up. So, doing intel support for a mission that doesn't really know what they're doing is a little difficult at the time. Now, knock on wood, hopefully things have gotten a lot better since I was there, but building the plane as you're flying was our moniker that we would use. And so it was definitely challenging. And then a lot of it just felt like doing homework and giving briefings over and over again. So, you have a lot of hours in the SCIF doing researching on different cyber threats and then going and briefing the commanders. It was a cool job; I learned a ton. But it wasn't very fulfilling for me. I wanted to get out, be more helpful to other people and have more of a direct impact. And so that led me to teaching ROTC at Texas State, which was a great three years, and really kind of re-blued me. I loved that job. Can't recommend it enough for people that are looking to take a break from their career field. But then when they said, “Hey, you got to go back to intel,” that was my big decision, or my the point where I was like, “All right, I don't think an active-duty career is left in the cards for me. I'm gonna take my next step, moving on.”   Naviere Walkewicz  10:09 So, you even talked about before you decided to transition out of the Air Force, you had pivoted within your career field and took a temporary job outside of your career field as an ROTC instructor, and you said it re-blued. You talk about that and how did it grow you as a leader? I mean, what did you learn about yourself in that?   Jake DeRuyter  10:29 I learned that I really cared about the people more than the operational mission, and so, building up the people, building out the future lieutenants. Like, “Hey, that's how I can better serve the Air Force.” And the whole reason I got the job was because they had to give a waiver for me, because I was technically still a lieutenant, which was not allowed. But I was really upfront with my leadership and my intel job, and they knew I didn't love the career field and I wasn't really a good fit for that world. But they're like, “Hey, Jake's out, great at recruiting. He's good at getting people to go out and do things and help others. He'd be a natural fit there.” So they called all the ROTC leadership to vouch for me to get that job. And then one of the biggest things I took away is that when you go to the Academy, if you're in the Academy, you're in. You have a spot in the Air Force, assuming you pass all your classes, you don't get kicked out for X, Y, Z reasons, and then you'll have a job. ROTC is completely different. You could have 4.0, max your PT scores, be the perfect cadet. And then the Air Force decides, “Hey, we're only taking 40% this year,” which happened my second year in the job and we just had to lose half of our class. So, learning to deal with that rejection when there's nothing that you personally could have done was really challenging. And we had a ton of mentorship sessions with the cadets. “Hey, what are second, tertiary options?” Things like that. Kind of like what I did where it's like, “You're going to be— the doors will get slammed in your face over and over again in life. How do you respond to that, that resiliency and then that flexibility to adapt and overcome?” I mean, those are stuff I'll take with me for the rest of my life.   Naviere Walkewicz  12:01 Wow. And so you got to be a mentor in a way for those Air Force ROTC cadets, if they didn't get a slot, and kind of navigating. And then you found yourself in that seat when you decided to transition yourself, right?   Jake DeRuyter  12:14 Yeah. So, they were gonna send me to another intel role, and I had just met my wife at the time. We were gonna get married soon. I'm like, “Man, the time to deploy and kind of live the Air Force life isn't my main goal anymore, and so I tried to push out my separation date as long as possible, so I had time to do the job search and really see what else is out there. And I didn't really know what I wanted to be once again. But I was like, “Hey, I love living here in Austin, Texas. I figure I can get something tech related or sales related,” I'm kind of naturally inclined to both of those things. And one of my classmates, Keith Link,  he reached out to me because I host a big March Madness pool every year for a ton of grads. And he's like, “Hey, man, just started this role here. I think you'd be a great fit for the company. We're trying to build out our Air Force team. Our boss is a Navy grad. Would you be interested in interviewing us?” And then I was like, “Yeah, man, that sounds great.” You know, I'd still be working with the Air Force in a tech- slash sales-type role. I'm like, “Yeah, this is everything that I wanted. Sounds awesome…” having, once again, no idea I was getting into. But I go through the interview process and I'm trying to sell myself on SkillBridge, trying to get that free internship saying,  “Hey, I could be a free worker for y'all for a couple of months here.” I'm trying to sell myself. And at the end of the interview process, John Podolak, '88 Navy grad, I believe. He's like, “Jake, you've had a bunch of people vouch for you. I really believe in the grad network; it doesn't matter which Academy you went to.” He said, “Hey, if you're gonna come and do SkillBridge with us, I want you to know you have a job offer at the end of it.” And he handed me my job offer right there. I think we were four months out, so I was in shock. To this day I can't believe it. He took the risk on me that coming fresh in a completely separate career field, no background besides being able to speak Air Force. And it all goes back to our Long Blue Line. I don't know what Navy calls it, but it's a “Hey, we all have similar backgrounds.”   Naviere Walkewicz  14:17 Long Blue Navy Line, maybe? I'm not sure.   Jake DeRuyter  14:21 Yeah. He's like, “Hey, I know I could put trust in you because of your background, what you're all about.” and that's something that I really internalized and leading to my role now. It's like, “Hey, we'll give you the benefit of the doubt if you're a fellow grad,” right? Doesn't matter which Academy, you know? In particular, we're gonna favor the Air Force. But yeah, that's like, one thing I just really want to make a pillar of my life. Like I said earlier, it's like, hey, I want to help out fellow grads. Because if it wasn't for Keith and John taking a risk on me out of the blue, I wouldn't be where I am today.   Naviere Walkewicz  14:53 It seems like that's been a thread in your life. You know, finding a network and supporting and taking care of people, and then seeing that reciprocated to help continue to fuel what is important to you. Talk a little bit about what that transition was like, though, because it almost sounds too easy. I mean, has it been just rainbows since you kind of took that leap.   Jake DeRuyter  15:17 Oh, God, no. Year 1, any career field, especially, you know, a sales driven one, it's a challenge. You don't know what you're doing. You're fish out of water. I was going to a million different Air Force bases, walking on base, trying to meet people, not even knowing what I was doing, let alone convincing other people what we do. And so that was a challenge. I think I went to 19 different bases my first year; I was on a plane every chance I could get, just trying to make a name for myself and say, “Hey, I'm Jake DeRuyter, we can do anything help you. What do you need?” And people were always like, “Well, we don't need anything. Like, we want one specific thing. Can you do this?” And so you really kind of have to find yourself, because the Air Force, especially as an officer, you're leading a team, right? Or you're part of some overarching team. But in this role, when I started, it was me, myself and I. So that was just a huge lifestyle change. It was a little refreshing. That's like, “Hey, I don't have to worry about my cadets or my airmen outside of the job.” And this was a nice refresh. But like everything else, it's like, “Hey, I am the only one providing for my family, to pay the bills,” everything like that. Like, how hard am I going to work? And how am I going to put in the effort to grind day in and day out. Just getting good at any job, you can't just have one great day, just like working out. You can't just have one great day and expect to bench 500 pounds, right? It's the things that you do day in and day out and building up the right habits and having the right communication with people, and then just being relatable. One of the other biggest things: Say you're gonna do something and follow up and do it. We always joke that it's a weird that it's a skill to follow up with people and respond to them in a meaningful time. It shouldn't be, but that's just one of those things where people need help. We want to be the ones that are there. And it's just doing that over and over again. Because, man, that Year 1 was like, “Why did I pick this job? Why did I pick this career choice? I should have gone into consulting. I should have gotten started in literally anything else.” Thank God I stuck with it. It's, again, been one of the greatest decisions I've made, and we have an awesome team, but we've brought in a few other Academy grads with us as well, and it's been a lot of fun since.   Naviere Walkewicz  17:31 May I ask why you stuck with it when it and everything against in your core was, “Why did I do this? I could have picked anything else?” Why did you stay?   Jake DeRuyter  17:41 I really wanted to prove it to myself and really prove it to Keith and John. You know, they took the risk on me, so I didn't want to let them down. And I think that was the biggest thing, where it's like, “Hey, you guys took the risk on me out of the blue.” And I'm like— you know, Keith and I were classmates, you know, we were never close, right? Like, you know, we barely kept in touch over the years. And it's just like, “Hey, you stuck your name out.” Like, this is the real world, right? In the Air Force, if you want to do the full 20 years you can do 20 years, right? In the real world, it's “Hey, if you're not have a nice day.” You gotta find new employment. And so I was like, “I'm not gonna let you guys down. I'm gonna fight for this.” Being a small company, we're not a big name brand, right? No one knows who we are. So, it's a little bit that underdog mentality, and just like, “Hey, how am I gonna outhustle the next guy? How am I gonna outhustle XYZ company that's a competitor?” And it's just that competitive drive that I've just always had. I'm not playing sports every day anymore, but how do you still stay competitive and still stay active and still have that drive to be the best you can be, and go on and go forth?   Naviere Walkewicz  18:52 Well, it sounds like this competitive drive is something you said, it was something you've always had. Can you share a story from when you recall, when, gosh, even something, you know, back in early-Jake days that this is a moment I realized, “I'm a competitive person. I'm driven by this desire to prove myself.” Is there something that pops to mind? Because I can only just imagine if it was already part of your core when you kind of knew this about yourself?   Jake DeRuyter  19:18 Oh, yeah, I've got a good one. So, my dad was coaching with the Academy going into my junior year of high school, and his goal was always to get me all three years at one school, which we had at the time, we had never lived anywhere longer than three years in a row. So, that was a tough task. And I just finished up my junior year of playing football, and things were going good, and then he gets a job offer down in Texas, and he comes to me. He's like, “Hey, what do you think? I don't want to move you going into your senior year, but I want to talk to you first before, yeah, I make any decisions.” And I'm like, “Wait, I get the chance to play Texas high school football. Are you kidding me? Let's do this. I get one year for it. That's awesome.” So, yeah, that's the No. 1 story that comes to my mind where it's like, “Hey, I want to take the risk on myself and be competitive and go play the best of the best.”   Naviere Walkewicz  20:18 Play with the best of the best. And that does seem to be a theme, right? Air Force Academy, putting yourself out there, jumping in full feet into this new role. You know, what have you learned about yourself? You talked about motivating. It's different when you have people that you have to take care of, and I guess maybe your translation is your family you have to take care of. But how do you motivate yourself when it's a you, yourself and you — you said “me, myself, and I” and I couldn't think of the other way to say it. But when it's just you, what keeps you motivated?   Jake DeRuyter  20:52 Yeah, I'm definitely very externally motivated. So it's my team. When you want to talk about the Monday-through-Friday grind, and then my wife and, the overarching family, growing up, family has always been really close and a huge motivator for me. And, you know, I've just always wanted to be able to provide for others and provide for myself, and you never want to have to worry about that next meal, or the job, employment — things like that. And just saying, “Hey, you know, these opportunities you get there — don't take it for granted.” And it's like you've got to fight and earn everything. You're not just going to be handed out anything. And that's just something always back in my mind, where it's like, if I'm not doing it like somebody else is going to, I'm going to lose that opportunity, or someone's going to step in, right? And so it's just one thing where it's just being like the Academy grad, like you don't, we'll move up to the name brand. That's another huge thing I always have in my head. It's like, I want to represent the brand. Well, I'm like, “How do you do that?” Is because, like, we've all met those people. It's like, hey man, like, you know, like, shoot. Like, “I really like you, but like, I don't think you represent us. Well, I never want to be that type of person, right? And so that's one of those things I just really like the kitchen, going day in and day out.   Naviere Walkewicz  22:01 So the daily grind… You said, in the first year you think you visited like 19 bases just to try and figure it out. What does the daily grind look like now?   Jake DeRuyter  22:10 Completely changed, thankfully, I really only focus on three, which still has me plenty busy, but at least I'm not in all these crazy places, which is nice. Now it's weird because I set my own schedule. No one's ever asking, “Hey, you got to be here at 7:30 and clock out at 4:30.” It's a complete polar oppositie of the Air Force. Like, if I want to go golf every Friday at noon, no one's stopping me from doing that, except for, that'd probably be a detriment to my team and our success, right? And so it's this complete mindset change where it's like, “Hey, I'm going to still put in a full day's work and get everything I can out of the day.” But I'm not sitting down at my desk. So when I'm home, I'm following up with teams making sure everything is good internally at the company, and then a lot of the time I'm on the road. So, I go to Eglin Air Force Base a lot, Hill Air Force Base and Edwards. Those are my three where I'm constantly rotating through. So, if anyone's at those bases, please let me know. Love to reach out to you guys, grab a beer, dinner or anything. You know, it's a lot of lonely nights in the hotel. So, every chance I get to meet up with fellow grads, see what else is going on — I love taking advantage of that opportunity. I've done that numerous times, and that's one of my favorite things and one of my favorite parts of the job. So, I don't know what a standard day looks like for me. That's one thing I love about this job. And kind of why I stuck with it, so I'm never bored. No day is the same. You're always finding a new opportunity, someone new to talk to, some new base, a new program, that there's infinite possibilities. It's such a big Air Force and it gives me a chance to stay involved with our community, give back, and just, hey, if there's another grad out there that's looking to separate and needs a job, any grad — I've offered this plenty of times and stepped through it — any grad that's trying to separate, you have an instant interview at a minimum, with us right away. Please reach out anytime.   Naviere Walkewicz  24:03 That's amazing. I think you know you talk about there is no standard, but maybe you actually... the standard is that you hold yourself to a standard so that you're seeking opportunities when they're there, you're prepared, and you're trying to connect with other grads and make ways for them as well, or at least a potential opportunity. Let's talk about that, because I find— you know, you're a 2015 graduate, you're in your career trajectory, and you've made time to become the chapter president for the Central Texas chapter. And, you know, chapter services, that's when you bring grads together. I don't know how you manage that, as well as build a business. Let's talk about that. How did that even happen?   Jake DeRuyter  24:43 Yeah, so Mike Lambert started our chapter. He's a '70 grad, one of the coolest, most informative, just unique individuals. He is the greatest guy. Now, I wish I could live half the life that he has when I get to be his age. I reached out to him a couple years ago now saying, “Hey, the baseball team's in town playing UT, we have plans to all go to it, like, what's going on? Because I, this is bad on me... I didn't know that the chapter existed at the time. And he's like, “Oh shoot. I didn't know about it. Yeah, that sounds great. I'll send out a message, let's start rallying people to go as a big group.” I think we got maybe 20 to 30 people. It's a decent showing. And then after he's like, “Hey, I'm looking to pass this on to somebody. Would you be interested in it?” And I'm like, “Yeah, of course. I don't really know what it entails.” And then without me kind of having a say in it, everyone there is like, “Oh, hey, let's all have a vote right now. Raise your hand if you want Jake s the next president,” and Neil Wendt, Harry Keyes, a bunch of other grads were there all raising hands, like, “Hey, here's our new president.” So, yeah, I mean, I definitely wanted it, not like I didn't have a say in it, but yeah, it was nice having that little motivational push from everybody else. And then Neil Wendt, he's been my VP, and almost had a year going just now, so we still got a lot of work to do. We're still building a lot of things, but we're pretty proud of the steps that we've taken to kind of build this community. But yeah, it's definitely tough. You got work and then home life, and then family, and then you're just like, “Oh shoot, I still got to do this.” So, I mean, we all got a million things on a plate, so just like the Academy teaches you, how do you put 25 hours into a 24-hour day?   Naviere Walkewicz  26:18 Right? So I found that curious, what you'd mentioned. You said, “I didn't even know we had a chapter,” but you reached out to Mike Lambert. So did you already have a mentor-mentee relationship with him, or how did you know him?   Jake DeRuyter  26:29 No, I heard about it a little bit before that, because I kind of, in the back of my head, knew it existed. I just didn't know what all entailed. And it didn't say Austin. It just said to Central Texas. So, I didn't really know what all it meant. And then meeting with him and getting involved with him, and all in the whole group that he's started and been a part of for a long time. Yeah, it's really cool hearing their stories. And we do a monthly lunch every Friday or every first Friday of the month, and we get to hear all the cool war stories and everything. It's honestly one of the things I look forward to most every month is listening in to those guys. There's just so many funny connections all over the place. And, yeah, it's awesome. If anyone's listening in Austin, we'll be doing it again next week, or the first Friday this upcoming month of April.   Naviere Walkewicz  27:13 That's wonderful. So talk a little bit about what it's been like being the chapter president. You know, I think when we think about times at the Academy, you're leading a group of your peers, and obviously these peers are various years. But what has that been like, and what have you seen to be challenging so far?   Jake DeRuyter  27:29 Yeah, so it's completely different than on active duty, because you have positional power, right? And your airmen, the younger officers, they've got to listen to you, right? The chapter president sounds cool. Like, what authority do I have? Right? Absolutely nothing. It's just more of I'm the one coordinating and leading the charge, right? So you got to be the one to say what you're going to do and actually follow through and do it. And that's tough when you've got a million other competing priorities, and you're always trying to schedule your time and so I've been thankful I've had a great team. There's been times I can't make that monthly lunch and your others fill in. So we've had a pretty good core group there. But trying to find ways to motivate people to participate is extremely difficult unless they have like a direct buy in or impact or return on their investment. I think I saw in our last AOG election, we had like a 22% voting rate. And so we see that at the local chapters too, where it's tough finding people, so I'll go on LinkedIn, just trolling, just looking for anyone that says Air Force Academy grad, outside of any major city in Texas besides Austin. So, trying to get that direct touch. But it definitely takes time and effort and you've got to be willing to show that you're willing to go forth and put it in. Otherwise everyone's gonna be like, “Hey, I'm just getting another spam email. Why would I listen to this?”   Naviere Walkewicz  28:43 Right? And I just find it even more just impressive. What compelled you to reach out in the first place and say, “Hey, I'd like to get more involved?” Because you were already doing all these things through your job. So why the additional responsibility?   Jake DeRuyter  29:00 I think that's a great question. I think it's just because… You said: I was already doing it, and so I was like, “Hey, this is a natural fit for what I enjoy doing and what I could truly care about.” And as we've mentioned, all those grads in the past have helped me out and made me who I am today. You know from my dad and  my teachers, the officers that are ahead of me. It's like, “Hey, how do I give back?” Because I know I wouldn't be standing where I am without our fellow grads and then the whole overarching community. So it's like, “What little can I do to make one person's life that 1% better?” I'll take that chance any day of the week.   Naviere Walkewicz  29:33 Well, we talked about some of the challenges you've experienced and your deep desire to give back. So, share a success that you've had since being chapter president, and what's really kind of filled your bucket in this giving back piece.   Jake DeRuyter  29:44 Oh, so we did a watch party for the Air Force/Army game; that's pretty standard chapter president stuff like, “Oh, hey, you threw a watch party.” That's not the big thing. But the really cool part was the people that showed up. And I feel horrible. I forget his name right now, but the oldest living graduate, he had his daughter drive him because, “Hey, I'm not going to miss this.” And so I was like, whoa. Like, that was like...   Naviere Walkewicz  30:13 I'm going to look that up myself. That's amazing.   Jake DeRuyter  30:16 Having that moment like, “Wow, that's really cool.” Where it's like, “Hey, that wouldn't have happened without the work of my team  putting this together. And, yeah, putting together watch parties is nothing crazy. But it's still— hearing those stories and meeting those people that were there when this first started. Like, we were joking earlier: They don't even know what Founders Day is because they were there for it. That wasn't really a thing for them. Now it's like our annual celebration, but to them it's just like, “Oh yeah. We just started it.” Like, that's just how...   Naviere Walkewicz  30:48 ...on the shoulders of giants, right?   Jake DeRuyter  Yes.   Naviere Walkewicz  Jake, it just sounds like you had such an incredible ride so far. And I know you're you know your journey is in the midst of it, and I can't wait to hear how you'll continue to do so as a graduate, as we support you. But right now, I'd like to ask you some specific leadership lessons, the first one really pertaining to you: What do you do every day to be a better leader?   Jake DeRuyter  31:12 That reach out. Like, always that checking in. I don't necesarilly schedule it, but if I ever have 20 or 30, minutes, nothing's on my calendar for work, or things are slow, it's like, “Hey, who haven't I talked to in a while?” Whether it's one of my classmates, one of my freshmen, one of the people that served with me… And then I spend a lot of time on the road, so, I'm driving. I always try to reach out and call and reconnect with people that you haven't talked to in X amount of months. Because I always know that I really appreciate when I always hear from people like that. And so that's like one thing I always want to do is like, “Hey, what's going on in life? Where are you at now?” That's what's so cool about the Air Force community as a whole: People are moving, doing cool new jobs all over the place. So, I love getting to hear those stories and truly listening in. The leadership question: Actually listen. Take interest and don't just be waiting to say what you want to say next. Like, actually, like, “Oh, hey, there's some pretty cool stories out there. And people are doing some amazing, unique things.” Shoot, look at Wyatt Hendrickson this weekend. One of the greatest college sports upsets of all time.   Naviere Walkewicz  32:19 Of all time — 100%. I think that's a really great way— just even like rallying together and talking about that. I mean, what a great way to… “Hey, I haven't talked to you in a while. Did you see Wyatt? What he did? You know, it's just amazing.   Jake DeRuyter  32:32 Yep, exactly. Wyatt, if you're ever in Austin, drinks are on me, man, congrats.   Naviere Walkewicz  32:38 That's outstanding. All right, so tell me, then, Jake, what would you share as something that an aspiring leader can do every day? So, that's something you do personally. What might you share with an aspiring leader that they can do today that will reap benefits down the road?   Jake DeRuyter  32:53 Yeah, don't just worry about your own career and your own life, because whether you look at officers, coaches— a lot of people can be judged based on the people that they've built up rather than their own career. We see that all the time in coaching, and it's like, if you're truly worried about the development of the guys around you, you're going to build up yourself and your whole team and everybody and so make that the primary goal. Not just, “Hey, how do I get that next job? How do I get that next rank?” Because people are going to spot that as being phony really quick. So, be genuine, and pump up the other ones around you. Because a rising tide lifts all ships.   Naviere Walkewicz  33:27 Gosh. And like I said, you're kind of in this rise in your career and in your life. You know, if you were to look back and talk to your younger self, Jake, whether your cadet self or even your child self, is there any advice you would give yourself, knowing what you know today?   Jake DeRuyter  33:44 Yeah, the biggest thing is be more involved. I think especially as a cadet and in early officer life, I was just like, “How do I get through the day? What do I do to get through class, or to get through the SCIF life?” Or something like that. “How do I get to the part of life where I'm spending time with my friends, or having fun?” I definitely wish I was much more involved at the Academy and as a young lieutenant, like, I definitely took things for granted back then, and that's probably the biggest thing I changed, is like, “Hey, I definitely had the extra time.” I could have given back more at that time, and maybe I'm trying to make up for a little bit for that now.   Naviere Walkewicz  34:19 Well, I think it's never too late to start. And what are you doing now that fills your bucket in that way?   Jake DeRuyter  34:25 Oh, yeah, the biggest things, the AOG chapter presidency and helping other grads transition. I can't tell you how many fellow grads I've talked to as they're looking for SkillBridge, trying to figure out what that next step looks like. It doesn't stop. Everyone's hitting their five years coming up. It happens every year, right? So there's always that influx, especially those that aren't flying. It's tough making that jump. You know, it's a scary world out there. And I said, it's just you, yourself and I. Whatever the opposite of that is. It's like, “Hey, I know I didn't feel like I had the resources when I was initially getting out through traditional means of the Air Force.” So I want to be that person that's like, “Hey, I'll offer that olive branch anytime.” So yeah, love to help out wherever I can.   Naviere Walkewicz  35:13 Well, those connections are so important, and I think one of the things I really appreciate about you, Jake, is really recognizing that connection. I think you even shared with me a story, and maybe you can share it here, about how you still are in touch with your sponsor family?   Jake DeRuyter  35:26 Yeah. I went to high school in the Springs for a little bit, and the best man in my wedding, his family was the one that sponsored me. So, they had sponsored cadets for years, sponsoring the basketball team through the 2000s. Then in high school, he made me a bet. He's like, “Hey, you idiot, if there's any way that you get in, I'll sponsor.” He's like, “I'm done sponsoring cadets, but if you make it in, you'll be my last one.”   Naviere Walkewicz  And so you were the exception for him.   Jake DeRuyter  Yeah, I was the exception to the rule. So yeah, we still get together every year to go to the opening round of March Madness. So we just did Lexington, Kentucky, for those games, and then next year we'll be doing Tampa. So yeah, college sports and that competition that you talked about that's a huge center piece of my life, and I center all my travel and my fun around it. So yeah, they've been awesome, and a huge part of why I am or where I am today as well.   Naviere Walkewicz  36:11 I love that. Well, we're going to ask for Jake's final thoughts next, but before we do, I'd like to take a moment and thank you for listening to Long Blue Leadership. The podcast publishes Tuesdays in both video and audio and is available on all your favorite podcast platforms. Be sure to stay in touch. Watch, subscribe and listen to all episodes of Long Blue Leadership at longblueleadership.org. All right, Jake, we're ready to hear your final thoughts. It's been incredible spending time with you today.   Jake DeRuyter  36:39 I appreciate it Naviere. Very humbled to be here. You just had Secretary Wilson. I'm sure you've had some astronauts and generals on here, so the fact that you picked me: I was just like, “Man, that really means a lot.” So I just want to say thank you. Yeah, I don't want to repeat myself too much, but yeah, any fellow grads, if you're ever in the Austin area, love to meet up, grab a beer, whatever we can do to help each other out. Just whatever we can do to give back to the Long Blue Line.   Naviere Walkewicz  37:03 Well, thank you for never being too busy for our graduates. I think that was one of the things that really stood out to me throughout everything you've shared, is you know, you care about people, and it's really translated to how you care about our fellow graduates, and I can't wait to see all the amazing things you'll continue to do. So thanks for being a leader in our Long Blue Line.   Jake DeRuyter  37:22 Yeah, I appreciate that, Naviere. Thank you so much.   Naviere Walkewicz  37:25 Well, Jake, one more time, thank you again, and I'm Naviere Walkewicz, thank you for joining us on Long Blue Leadership until next time.   KEWORDS Resilience, Adaptability, Mentorship, Network, Long Blue Line, Leadership, Development, Career Transition, Service, Community Support, Grit, Connections, Risk-Taking, Personal Growth, Military to Civilian Transition, Air Force Academy, Leadership Philosophy, Professional Networking, Continuous Learning, Relationship Building, Giving Back   The Long Blue Line Podcast Network is presented by the U.S. Air Force Academy Association and Foundation    

You can learn more about AWS in Orbit at space.n2k.com/aws. Our guests today are Andrew Faiola, Commercial Vice President at Astroscale UK and Allegra Matarangas, Account Executive at AWS for Aerospace and Satellite. Remember to leave us a 5-star rating and review in your favorite podcast app. Be sure to follow T-Minus on LinkedIn and Instagram. Selected Reading AWS Aerospace and Satellite Audience Survey We want to hear from you! Please complete our short survey. It'll help us get better and deliver you the most mission-critical space intel every day. Want to hear your company in the show? You too can reach the most influential leaders and operators in the industry. Here's our media kit. Contact us at space@n2k.com to request more info. Want to join us for an interview? Please send your pitch to space-editor@n2k.com and include your name, affiliation, and topic proposal. T-Minus is a production of N2K Networks, your source for strategic workforce intelligence. © 2023 N2K Networks, Inc. Learn more about your ad choices. Visit megaphone.fm/adchoices

The craft beer industry is constantly changing and competition is fierce everywhere you turn. Breweries are opening and closing everyday, so how does one stand out from the crowd? Today, we discuss a number of everyday activities that can be done to help maximize growth in a strategic fashion. We can't just rely on making good beer anymore. We'll explore topics such as "knowing your why" and then explore the business side. These items include ordering efficiently and understanding landed costs, ingredient utilization/efficiency, maximizing batch yield/equipment utilization, packaging splits/sales, and understanding profitability through your COGS.Alex Labonge was born & raised in North Carolina. He is an alumni of Grimsley High School and UNC-Wilmington, and currently lives in Charlotte, North Carolina. He is a former swimmer and grilling enthusiast and recently became a father. His first craft beer was Natty Green's Freedom IPA, and North Carolina beer holds a special place in his heart. Alex has spent 8 years with Next Glass, and currently is a Solutions Consultant supporting the Brewery Solutions team. While coming from outside of industry initially, Alex brings valuable experience after thousands of conversations with brewery owners around the world.Harrison Hickok was born & raised in New England and currently lives in Wilmington, NC. He spent 8 years working for breweries between Connecticut and Philadelphia and held many roles, including Assistant Brewer, Shift Lead, Assistant Barrel Master, Brand Ambassador, and Cellarmen. Harrison has held a number of roles with Next Glass, and is currently an Account Executive with the Brewery Solutions team. His first craft beer ever was the Dogfish Head Aprihop.Stay up to date with CBP: http://update.craftbeerprofessionals.orgJoin us in-person for CBP ConnectsHalf workshop, half networkingCharlotte, NC | June 9-11, 2025Register now: https://cbpconnects.com

In this episode of the Revenue Builders Podcast, host John McMahon and John are joined by Christopher Vik, Chief Revenue Officer at Leapwork. Chris shares his journey through various sales leadership roles before delving into the state of pipeline generation today. He emphasizes the ongoing need for consistent pipeline generation, detailing how AI and shifting markets impact this critical activity. Through personal anecdotes, Chris outlines the five key components of building a robust pipeline generation culture. He discusses the intricacies of recruiting A-players, stressing the importance of preparation, values, and alignment with company needs. This episode provides a comprehensive look at refining both sales and recruitment processes to enable revenue expansion.ADDITIONAL RESOURCESLearn more about Christopher Vik:https://www.linkedin.com/in/christophervik/Read Force Management's Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0Enjoying the podcast? Sign up to receive new episodes straight to your inbox: https://hubs.li/Q02R10xN0HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:02:00] Pipeline Generation: Is It Still Alive?[00:02:25] Building a Pipeline Generation Culture[00:04:01] The Five Mechanisms of Successful Reps[00:15:53] The Importance of Preparation in Pipeline Generation[00:24:26] Recruitment and Building a Dream Team[00:33:00] Leveraging AI and Tools for Pipeline Generation[00:35:01] Leveraging Thought Leaders for Sales[00:35:32] The House Party Analogy for Warm Introductions[00:38:21] Tailoring the Challenger Approach[00:43:30] Importance of In-Person Meetings[00:46:14] Creating an Invisible Fence in Sales[00:49:02] Connecting Systems for Sales Success[00:53:37] Recruiting the Right Sales Reps[01:03:27] Defining and Living by Your ValueHIGHLIGHT QUOTES[00:02:00] "Pipeline generation is not dead; it's about evolving the methods with new tools like AI."[00:03:33] "You can build a business on pipeline generation, but it has to be sustainable and strategic to avoid burnout."[00:16:56] "Preparation leads to attitude. If you're really prepared, you have a better attitude."[00:50:01] "Everyone loves to be led, provided you can take them to a place they can't get to on their own."[01:04:03] "As a leader, you need to know your values and articulate them; it helps build a strong, values-driven culture."

LeanIX hat eine Enterprise Vertriebsorganisation aufgebaut, die 100 Millionen Euro Jahresumsatz (ARR) geknackt und zu einem Firmenverkauf in Milliardenhöhe geführt hat. Co-Founder und CEO André Christ spricht mit Florian Dostert bei Sales Bakery über den Aufbau einer skalierbaren Revenue Engine und die Herausforderungen im Enterprise-Vertrieb.  André gibt Einblicke in die Entwicklung von LeanIX – von den ersten Vertriebs-Mitarbeitern bis hin zu einem globalen Team, das Deals mit Fortune-500-Unternehmen abschließt. Dabei teilt André konkrete Learnings, wie man Enterprise-Kunden überzeugt, welche Rolle produktnaher Vertrieb spielt und wie man als Gründer langfristig ein Unternehmen aufbaut, ohne dabei die Kundenzentrierung zu verlieren.  Was du lernst: Die ersten Schritte im Enterprise-Sales: Warum die ersten Account Executives sowohl Sales- als auch Produktexperten sein sollten Wie man produktnah arbeitet und Kunden von Anfang an erfolgreich macht Der Umgang mit verschiedenen Kundengruppen: Wie man mit Kunden umgeht, die von Excel-Lösungen kommen, und wie man Legacy-Software-Anbieter ablöst Warum ein schneller Wow-Effekt entscheidend ist, um Enterprise-Kunden zu überzeugen Der Aufbau einer skalierbaren Revenue Engine: Die Bedeutung von Revenue Operations und wie man Prozesse entlang der gesamten Sales-Funnel optimiert Warum Predictability im Vertrieb der Schlüssel zu nachhaltigem Wachstum ist Wie man Kundenzentrierung sicherstellt: Warum Customer Success nicht nur eine Funktion, sondern eine Philosophie ist Wie LeanIX als junges Unternehmen gegen etablierte Player bestehen konnte – durch klare Werte und authentischen Vertrieb Herausforderungen beim Aufbau eines Sales-Teams: André spricht offen über die Schwierigkeiten, die richtigen Sales-Leader zu finden, und was er dabei gelernt hat Warum es wichtig ist, als Gründer selbst Verantwortung im Vertrieb zu übernehmen und die Vision vorzuleben ALLES ZU UNICORN BAKERY: https://zez.am/unicornbakery  Mehr zu André: LinkedIn: https://www.linkedin.com/in/andrechrist/  Website: https://www.leanix.net/de/  Mehr zu Florian: Florian Dostert: https://www.linkedin.com/in/florian-dostert/  Syntinels: https://www.syntinels.com/  Join our Founder Tactics Newsletter: 2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach: https://www.tactics.unicornbakery.de/  Kapitel: (00:00:00) Ab wann orientierte sich das Team an den Kundenwerten statt an André? (00:03:44) Verschiedene Arten von Kunden (00:08:22) Produktverständnis bei Marketern/Account Executives fördern (00:15:42) Verschiedene Phasen bei LeanIX (pre-Exit) (00:20:36) Deal-Cycles bei LeanIX (00:23:45) Eigenschaften eines guten Sellers (00:28:35) Revenue Operations bei LeanIX (00:41:32) Predictability: Erfahrungswerte (00:48:57) Das Revenue-Team (00:56:26) Andrés schwierigste Phasen als Gründer (01:07:47) Verbindlichkeit auf Kundenseite schaffen (01:18:14) André als First-Time-Founder mit jahrelanger Erfahrung: Was hat sich bestätigt, was nicht? (01:22:13) Mehr nennenswerte Unternehmen in Deutschland: Andrés Tipp

LeanIX hat eine Enterprise Vertriebsorganisation aufgebaut, die 100 Millionen Euro Jahresumsatz (ARR) geknackt und zu einem Firmenverkauf in Milliardenhöhe geführt hat.Co-Founder und CEO André Christ spricht mit Florian Dostert bei Sales Bakery über den Aufbau einer skalierbaren Revenue Engine und die Herausforderungen im Enterprise-Vertrieb. André gibt Einblicke in die Entwicklung von LeanIX – von den ersten Vertriebs-Mitarbeitern bis hin zu einem globalen Team, das Deals mit Fortune-500-Unternehmen abschließt.Dabei teilt André konkrete Learnings, wie man Enterprise-Kunden überzeugt, welche Rolle produktnaher Vertrieb spielt und wie man als Gründer langfristig ein Unternehmen aufbaut, ohne dabei die Kundenzentrierung zu verlieren. Was du lernst:Die ersten Schritte im Enterprise-Sales:Warum die ersten Account Executives sowohl Sales- als auch Produktexperten sein solltenWie man produktnah arbeitet und Kunden von Anfang an erfolgreich machtDer Umgang mit verschiedenen Kundengruppen:Wie man mit Kunden umgeht, die von Excel-Lösungen kommen, und wie man Legacy-Software-Anbieter ablöstWarum ein schneller Wow-Effekt entscheidend ist, um Enterprise-Kunden zu überzeugenDer Aufbau einer skalierbaren Revenue Engine:Die Bedeutung von Revenue Operations und wie man Prozesse entlang der gesamten Sales-Funnel optimiertWarum Predictability im Vertrieb der Schlüssel zu nachhaltigem Wachstum istWie man Kundenzentrierung sicherstellt:Warum Customer Success nicht nur eine Funktion, sondern eine Philosophie istWie LeanIX als junges Unternehmen gegen etablierte Player bestehen konnte – durch klare Werte und authentischen VertriebHerausforderungen beim Aufbau eines Sales-Teams:André spricht offen über die Schwierigkeiten, die richtigen Sales-Leader zu finden, und was er dabei gelernt hatWarum es wichtig ist, als Gründer selbst Verantwortung im Vertrieb zu übernehmen und die Vision vorzulebenMehr zu André:LinkedIn: https://www.linkedin.com/in/andrechrist/ Website: https://www.leanix.net/de/ Mehr zu Florian:Florian Dostert: https://www.linkedin.com/in/florian-dostert/ Syntinels: https://www.syntinels.com/ Join our Founder Tactics Newsletter:2x die Woche bekommst du die Taktiken der besten Gründer der Welt direkt ins Postfach:https://www.tactics.unicornbakery.de/ Kapitel:(00:00:00) Ab wann orientierte sich das Team an den Kundenwerten statt an André?(00:03:44) Verschiedene Arten von Kunden(00:08:22) Produktverständnis bei Marketern/Account Executives fördern(00:15:42) Verschiedene Phasen bei LeanIX (pre-Exit)(00:20:36) Deal-Cycles bei LeanIX(00:23:45) Eigenschaften eines guten Sellers(00:28:35) Revenue Operations bei LeanIX(00:41:32) Predictability: Erfahrungswerte(00:48:57) Das Revenue-Team(00:56:26) Andrés schwierigste Phasen als Gründer(01:07:47) Verbindlichkeit auf Kundenseite schaffen(01:18:14) André als First-Time-Founder mit jahrelanger Erfahrung: Was hat sich bestätigt, was nicht?(01:22:13) Mehr nennenswerte Unternehmen in Deutschland: Andrés Tipp Hosted on Acast. See acast.com/privacy for more information.

Welcome to the #ShareYourHotness Podcast episode 155! Sidney Smith grew up in Provo, Utah, and attended BYU and BYU Idaho, where he met his wife, Lori. Together, they have four beautiful children—who clearly get their good looks from their mother. For the past 13 years, Sidney has lived in Vernal, Utah, working as an Account Executive in business telecommunications. In 2015, Sidney became a double amputee, but rather than letting it slow him down, he embraced the challenge and made life even more interesting. He's a triathlete, outdoorsman, and public speaker, sharing his story to inspire others to turn adversity into strength. On weekends, you'll find him camping, hiking, and fishing with his kids, making the most of every adventure. Sidney also runs Disabled Outdoorsmen, a nonprofit dedicated to providing outdoor opportunities for people with impairments. Whether he's pushing his limits in a race, exploring the mountains, or helping others experience the great outdoors, Sidney lives by the philosophy that choosing hard things on purpose prepares us for life's unexpected challenges. Support The #ShareYourHotness Podcast by contributing to their tip jar: https://tips.pinecast.com/jar/the-syh-podcast Find out more at https://the-syh-podcast.pinecast.co

At the halfway point of Q1 2025, we're seeing major shifts in Go-To-Market (GTM) and Corporate Functions hiring. In this episode, Ryan and Emily break down the top trends shaping the year and how they compare to Q1 2024. GTM Hiring: Marketing roles—especially content and design—are surging, while Customer Success hiring is up as companies prioritize retention. Account Executive demand remains high, and SDR/BDR hiring is making a comeback, signaling renewed focus on prospecting. The hiring boom spans SaaS, financial services, and retail. Corporate Functions: HR is undergoing a major shift, with specialized roles (recruiting, L&D, total rewards) on the rise after a generalist-heavy 2024. Notably, recruiter openings have already surpassed last year's total. Meanwhile, contract roles are at record highs, especially for project-based support. With strong hiring momentum across both sectors, 2025 is shaping up to be a dynamic year. Tune in for our full breakdown of what's ahead!

Send us a textOn this episode of 2 Fat Guys Talking Flowers, we're joined by the one and only Megan Gerace, Social Media & Account Executive at GravityFree — and a true digital dynamo with a passion for marketing, adventure, and all things floral! From managing online reputations to creating content that pops, Megan is a details devotee, content creator, and social media rock star who knows how to keep florists ahead of the curve.Megan shares her top must-have tools from the GravityFree Marketing Toolbox, Google review tips and tricks. We also dive into the magic behind the Bloomanti Retreat, an unforgettable experience blending creativity, community, and inspiration.But that's not all — Megan opens up about her new role as Committee Chairperson of Next Gen, why it's so important to her, and her exciting vision for how this groundbreaking event will evolve over the next few years. Plus, she reveals how she stays on top of the ever-changing world of digital marketing, offering practical tips and insights every florist can use to shine online.Whether you're a flower pro looking to level up your marketing game or just love hearing from inspiring voices in the industry, this episode is packed with energy, ideas, and plenty of floral fun.Grab your favorite bloom-inspired beverage and tune in for a conversation you won't want to miss!

In this episode of Masters of MEDDICC, Andy sits down with Josh Reiner, VP of EMEA at WIZ.This might be controversial, but Josh doesn't like leads. In the current landscape, while customers may be coming to you more informed, they also might be coming with more preconceived ideas about what your solution can (or can't) do. Josh tells Andy all about why it's more important to be able to go into customer engagements where everyone has an open mind about how to solve the problem. Technology presents a great advantage to the modern seller, but there is no shortcut that can replace credibility and understanding the data. Andy and Josh talk about how in the wake of AI, sellers need to avoid relying too heavily on tech, when it is our own hard work that will set us up for real success.Great salespeople are uncomfortable being comfortable. Andy and Josh discuss how A-Players are always striving to be better. As Josh says, “A-Players don't care about money because they have it,” - so the best leaders need to motivate them by challenging them to do their best.We also hear from Josh about how to build a diverse team, a winning culture and more. Don't miss this episode for an insightful take on what truly drives top sales performers and how to stay ahead in the evolving sales landscape!ABOUT JOSH REINER:Josh Reiner is an accomplished Executive with a stellar track record in the SaaS industry, currently serving as the VP of EMEA at Wiz. He began his career at BMC, playing a key role in the reverse takeover by BladeLogic, which set the stage for his leadership path in the tech sector. Josh further refined his collaborative leadership style at AppDynamics, and later at Zscaler, where he made a significant transition from the US to the UK in 2020 with his family. During his time at Zscaler, he played a crucial role in driving growth and aligning global teams to strategic objectives.In early 2024, Josh joined Wiz to lead the EMEA team, driving adoption of the Wiz Cloud Security Platform. His focus is on enabling faster cloud development by fostering collaboration between security, development, and DevOps teams. Josh champions a self-service model that meets the scale and speed demands of modern cloud development, ensuring efficiency and security are optimized in tandem.`ABOUT ANDY WHYTE:The founder of MEDDICC™ and the author of the five-star rated “MEDDICC' book, it's no surprise that Andy has an impressive sales career spanning over 18 years. Andy first started out as a door-to-door, double-glazing salesman where he quickly built up an appetite for sales, hungry for more, he started his B2B career as an SDR, progressing through the ranks to eventually lead the EMEA at Branch before moving on to set up MEDDICC™. Andy used MEDDIC in multiple companies as an individual contributor and sales leader and even implemented MEDDPICC into two SaaS organisations. Known for his mantra “Nobody ever regrets qualifying out” and his passion for the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date - DAD.

In this episode of the Transform Sales Podcast: Sales Software Review Series, Dave Menjura, Marketplace Specialist at CloudTask, interviews Scott Smith, CEO at Zight. Zight offers sales intelligence tools designed to help businesses identify and engage potential leads, providing a powerful solution for sales teams aiming to enhance their prospecting efforts. By simplifying lead identification and connection, Zight empowers account executives to streamline their prospecting and maximize engagement with minimal effort. Try Zight here: https://getcloudtask.com/Zight-4d4398 #TransformSales #salessoftware #cloudtask #Zight #B2B

In this episode, recorded live on location in Dubai, we are joined by Timur Shumarov, Co-Founder, and Tatenda Karuwa, Account Executive, from Solus Insurance Brokers to discuss the critical topic of aviation insurance for African airlines. In the episode, we cover: The typical insurance an airline will need to be able to operate How is the insurance landscape in Africa changing and what is driving the change?  The challenges of providing incomplete or incorrect information when applying for coverage or leaving a renewal too late The benefits of engaging an insurance broker to support the airline.  Connect with Tatenda Connect with Timur Find out more about Solus at https://solus.ae/  Our conversation is supported by an insightful article entitled "5 Best Practices When Seeking Aviation Insurance" which can be read here  

The legend returns! Adland's original rock ‘n' roller Robert Campbell is back for another round of epic stories, outrageous lessons and jedi-wisdom you won't find anywhere else.

Rancho Mesa's Alyssa Burley and Jeremy Hoolihan, Partner and Account Executive of the Janitorial Group, discuss the dangers of non-owned auto liability. . Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠. Director/Producer: ⁠⁠Alyssa Burley⁠⁠ Host: ⁠⁠Alyssa Burley⁠⁠ Guest: ⁠⁠Jeremy Hoolihan⁠⁠ Editor: Jadyn Brandt Music: "Home" by JHS Pedals, “News Room News” by Spence © Copyright 2025. Rancho Mesa Insurance Services, Inc. All rights reserved.

In this episode, Doug Ferguson, Account Executive of Corporate Partnerships for the Minnesota Wild, shares insights into his career journey, the dynamics of working in corporate partnerships, and how he integrates his faith as a Christian while working in the NHL.Learn more about Uncommon Sports Group or connect with our community.Sign up for one of our spring 2025 Bible study groups!Watch this episode on our YouTube channel.

Not all prospects offer equal opportunity, so how do you identify and prioritize your accounts, and then message them in a way that gets a response?Charlotte Johnson, top Account Executive at Salesloft, shares her methods of strategically tiering accounts and developing tier-specific messaging that gets results. Charlotte will reveal how she evaluates prospect potential beyond company size and name recognition and develops targeted outreach strategies based on meaningful opportunity indicators.You'll Learn:How to evaluate and tier accounts based on opportunity potentialTechniques for focused outreach, using strategic research and insightsSpecific messaging strategies that consistently drive engagementThe Speakers: Will Aitken and Charlotte JohnsonIf you want to catch The Daily Sales Show live, join hereFollow Sell Better to get the latest actionable tactics from sales pros at the top of their gameExplore our YouTube ChannelThank you to our sponsors: ZoomInfoLooking to up your sales skills?Sales Training for YOU: Use code SELLBETTER to save $200 off your yearly membershipSales Training for your TEAM

Join me, Tony Mormino, on HVAC TV as we take a comprehensive look into the life of a sales engineer in the HVAC industry. In this episode, guest Kasey Mitchell, PE, an Account Executive at Insight Partners in Georgia, sheds light on the often misunderstood role of sales engineers. From navigating the transition from technical engineering to dynamic sales roles, to building crucial industry relationships—Kasey shares invaluable insights that demystify the daily responsibilities and the impact of sales engineers on project successes. Whether you're considering a career shift or looking to enhance your understanding of this pivotal role, this episode is your gateway to mastering the art of sales engineering. Tune in to discover how sales engineers bridge the gap between engineering solutions and customer needs, ensuring project and personal success

#BeAGoodFriend and check out episode #122 of #FeeneyTalksWithFriends featuring Stephen Espinal. It was great to talk with my #friend and neighbor, Stephen! Stephen is an Account Executive for Telecommunications at Universal Connectivity. We talked about: Telecommunications (minute 1) Past episodes and podcast sponsors (minute 3) 4 Keys (sponsored by West Hartford Lock) to being an Account Executive (minute 4) The West Hartford Chamber of Commerce (minute 5) Mechanical Engineer degree from CCSU (minute 7.30) Work days: First, Last, Best, Worst (minute 9) Podcast guest #98, Tom Pincince (minute 11) Stephen's favorite teachers (minute 14) Conard's Mock Trial Team (minute 19) Coaching Travel Soccer (minute 24) West Hartford Girls Softball Team sponsored by Friends of Feeney (minute 25) Feeney's daughters love to read! (minute 28) Recommendations (minute 31) Feeney playing Madden vs his nephew, Nick (minute 35) European Soccer (minute 38) Pick up soccer and basketball at Wolcott Park (minute 43) Rinku from South Main Wine and Spirits (minute 45) What's next for Friends of Feeney? (minute 48) Join us at The Hartford Wolf Pack game on February 28th (minute 50) WeHa Whiskey Fest (minute 53) Stephen won the “Podcast Guest Appearance” in a raffle (minute 54) What makes @JumpsByChi a good #friend? (minute 55) Closing remarks (minute 56) Podcast Sponsors: Donut Crazy - www.donutcrazy.com The Fix IV - www.thefixivtherapy.com West Hartford Lock - www.westhartfordlock.com Keating Agency Insurance - www.keatingagency.com Goff Law Group - www.gofflawgroup.net Parkville Management - www.parkvillemanagement.com Luna Pizza - www.lunapizzawh.com/lunas-menu PeoplesBank - www.bankatpeoples.com

Rancho Mesa's Alyssa Burley and Greg Garcia, Account Executive with the Landscape and Tree Care Group, review the 2024 landscape insurance market and discuss what 2025 has in store. Show Notes: ⁠ ⁠⁠⁠⁠⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠⁠⁠⁠⁠ Host: ⁠⁠⁠⁠⁠⁠Alyssa Burley⁠⁠⁠⁠⁠⁠ Guest: ⁠⁠⁠⁠⁠⁠Greg Garcia Editor: ⁠⁠⁠⁠⁠⁠Jadyn Brandt Music: "Home" by JHS Pedals, “News Room News” by Spence © Copyright 2024. Rancho Mesa Insurance Services, Inc. All rights reserved.

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Rich Chiano is a marketing professional with over 30 years of comprehensive experience in the industry. Before establishing Enrich Marketing seven years ago, he had 25 years dedicated to the media industry, holding various roles from Account Executive to General Managerat several prominent TV and radio stations. This extensive background equipped Rich with a deep understanding of the media landscape and the ability to drive substantial growth in marketing initiatives. Deeply passionate about business owners to expand their ventures, Rich believes that innovative, strategic marketing is essential in helping businesses achieve their objectives.

In this Brand Story episode, Sean Martin and Marco Ciappelli explore how Guardz is transforming cybersecurity for Managed Service Providers (MSPs) and small to medium-sized businesses (SMBs). The discussion features insights from Sarah Lampert, Customer Success Manager, and William Barr, Account Executive at Guardz, who shed light on the company's innovative approach to simplifying and optimizing cybersecurity solutions.Bridging the Gap for SMBsSmall to medium-sized businesses often lack dedicated IT or security teams, leaving them vulnerable to cyber threats. William Barr emphasizes how Guardz fills this gap by providing MSPs with tools tailored for SMBs. These tools simplify security management, offering MSPs a unified platform that addresses complex needs without requiring a patchwork of expensive, disparate solutions.Ease of Use and FlexibilityGuardz stands out by offering a user-friendly, AI-powered platform that integrates seamlessly into MSPs' existing workflows. Sarah Lampert highlights the platform's simplicity, enabling even small MSPs to onboard quickly and manage cybersecurity effectively. The product's flexibility allows MSPs to scale their offerings, catering to clients with varying security needs while keeping costs manageable.Key features include:Unified detection and response capabilities.Customizable security controls for different client environments.User-based pricing models that eliminate device-based cost complexities.Support Beyond TechnologyGuardz doesn't stop at providing a robust platform—it empowers MSPs through comprehensive support. Sarah Lampert explains how the Customer Success team aids MSPs with onboarding, marketing materials, and strategic advice, ensuring they position Guardz as a core component of their service stack. The company also facilitates continued learning through webinars, hands-on trials, and direct communication channels.Innovative AI IntegrationAI plays a pivotal role in Guardz's ability to streamline cybersecurity. By analyzing patterns and predicting risks, the platform helps MSPs preempt threats and respond efficiently. William Barr underscores AI's potential to reduce manual effort while enhancing security accuracy, making advanced protection accessible to smaller organizations.Cyber Insurance: A Competitive EdgeGuardz takes its commitment a step further by integrating cyber insurance into its offerings. Qualified clients can access affordable coverage directly through Guardz, ensuring SMBs meet evolving security and compliance standards. This feature not only protects businesses but also equips MSPs with a unique selling point.The Future of GuardzAs Guardz continues to evolve, its focus remains on simplifying cybersecurity for MSPs while providing scalable, cost-effective solutions for SMBs. The team's proactive approach, coupled with constant feedback integration, ensures the platform stays relevant in a dynamic cybersecurity landscape.MSPs looking to streamline their operations and enhance client security are encouraged to explore how Guardz can help achieve these goals. For more information, connect with the Guardz team or visit their platform for a trial.Learn more about Guardz: https://itspm.ag/guardzrgigNote: This story contains promotional content. Learn more.Guests:Sarah Lampert, Customer Success Manager, Guardz [@GuardzCyber]On LinkedIn | https://www.linkedin.com/in/sarlampert/William Barr, Account Executive, Guardz [@GuardzCyber]On LinkedIn | https://www.linkedin.com/in/william-barr-a447541ab/ResourcesLearn more and catch more stories from Guardz: https://www.itspmagazine.com/directory/guardzFor a free 14 day trial of Guardz's platform please visit https://itspm.ag/guardzgvu3 .Learn more about ITSPmagazine Brand Story Podcasts: https://www.itspmagazine.com/purchase-programsNewsletter Archive: https://www.linkedin.com/newsletters/tune-into-the-latest-podcasts-7109347022809309184/Business Newsletter Signup: https://www.itspmagazine.com/itspmagazine-business-updates-sign-upAre you interested in telling your story?https://www.itspmagazine.com/telling-your-story

Send us a textIn this episode of the L3 Leadership Podcast, host Doug Smith shares his year-end review process, which has been a cornerstone of his personal growth since 2004. Doug discusses the importance of reflecting on the year gone by to foster growth and documents his detailed approach to conducting a comprehensive year-end review. He includes practical tips and encourages creating a personalized review system. Additionally, the episode features a word from the sponsor, Andocia Marketing Solutions. Doug wraps up with thoughtful ways to conclude the review process and the benefits of such reflections.00:00 - Welcome to the L3 Leadership Podcast00:27 - The Importance of Year-End Reviews00:58 - Sponsor Message: Andocia Marketing Solutions02:08 - Starting Your Year-End Review06:05 - Essential Tools for Your Review08:23 - Creating Your Year-End Report12:26 - Wrapping Up Your Year-End Review14:29 - Final Thoughts and EncouragementThe L3 Leadership Podcast is sponsored by Andocia Marketing Solutions. Andocia exists to bring leaders' visions to life. Visit https://andocia.com to learn more.To find more leadership resources and helpful content for your leadership journey, check out our website at https://l3leadership.org/ today.About Doug:  Doug Smith is the Director of Development atLight of Life Rescue Mission and Founder and CEO of L3 Leadership. He is the author of his eBook, “Making the Most of Mentoring”, a step-by-step guide to help you build and cultivate relationships with mentors. He blogs atdougsmithlive.com, is the host of the L3 Leadership podcast and is a sought-after public speaker. He is married to his high school sweetheart, Laura, who currently works as an Account Executive at Ivalua. Together, they love family, personal growth, travel, working out, and serving others.Resources Mentioned:Year-End Review TemplateLiving Forward by Michael Hyatt (Affiliate Link)How to Journalmint.comThe Five Minute Journal AppQuotes from the Episode:"The best system for a year-end review is the one you'll actually follow.""The best way to learn something is to teach it to others."Connect with Doug:Website | Twitter | Facebook | Linkedin | Instagram

Ubaldo V. Leon III, known as "Skooter," is a Branch Manager at CrossCountry Mortgage. He is a Top 1% Mortgage Professional in the Nation, recognized for delivering superior mortgage solutions. In episode #128 of the Million Dollar Mortgage Experience, Jon and Skooter discuss Skooter's start in the industry, working with realtors on Selling Sunset and Million Dollar Listing, how to earn a reputation as a trusted advisor, benefits of non-QM loans, closing a $7.5M loan with FundLoans, his biggest challenge (hint: educating), maintaining a good work-life balance, world travel, and raising kids. Connect with Skooter on Instagram @skooterleon.Learn about FundLoans mortgage programs: FundLoans.com/loan-products Price a loan: fundloans.com/quick-pricer2 Talk with an Account Executive: fundloans.com/our-team

What if you have a successful six-figure career but still don't feel fulfilled? That's exactly what Marina Movsissian from Paris, France, experienced. In this episode,  Marina shares her journey from a thriving marketing and sales career, including time with Google in Dublin and San Francisco, to starting her own coaching business, EmpowerMov. While juggling her full-time job, Marina began helping women in leadership through workshops, 1:1 coaching, and speaking events—work she now does full time.  Beyond her career flip, Marina reveals how dance has been a transformative part of her story, helping her build the creativity and confidence she brings to her work and life. Her story reminds us that even when a career seems picture-perfect, it's okay to seek something deeper. Sometimes, your next chapter is quietly waiting for you—you just need the courage to say yes.Episode TakeawaysConfidence allows us to take space and shine together.Career flips can happen gradually, not just in one leap.Dance has therapeutic qualities that enhance personal growth.Coaching can help individuals discover their true desires.It's important to prioritize self-development as a coach.Women often face societal pressures that limit their self-expression.Fulfillment can come from various aspects of life, not just work.Trusting the process is key to finding one's path.Work-life balance is essential for overall well-being.It's okay to have multiple passions and interests outside of work.Connect with MarinaLinkedIn: https://www.linkedin.com/in/marinamovsissian-coach/Coaching: https://en.empowermov.com/ Thanks for tuning in to The Career Flipper podcast!If you loved this episode, spread the word! Share it with a friend, hit that subscribe button and don't forget to leave a review—it really helps spread the word to more career flippers like you. Let's Connect:Join the flippin' fam: thecareerflipper.comTikTok: https://www.tiktok.com@thecareerflipperInstagram: http://instagram.com/thecareerflipperpodGot a career flip story? I want to hear all about it & have you on an episode! Whether you've flipped or are about to, or right smack in the middle of a flip, drop me a line: hello@thecareerflipper.com Want to support the show? You can hire me to speak at your event about career changes or let's collaborate through affiliates or sponsorships. Interested? Reach out at hello@thecareerflipper.com Take my customer service courses, maybe? Before being laid off, I spent years in customer experience leadership, helping teams improve how they serve their customers. That work didn't stop with my corporate job—it's now helped over 12,000 students worldwide through the online courses I've built. Whether you're looking to switch to customer service or sharpen your skills, these courses are packed with real-world tips, from handling tough conversations to managing customer interactions. Check them out at thecareerflipper.com/courses! Other ways to get involved with the show:Buy me a coffeeCheck out my furniture flipsIntro & outro music by audionautix.com!

In this episode, we sit down with Mary Klepzig Cordero, an account executive at a thriving marketing firm. Mary shares her unconventional journey into the marketing world, revealing how unexpected opportunities and a willingness to adapt led her to a career she never planned for. From navigating early career uncertainty to discovering her skills with client relations, Mary provides insight into the twists and turns that shaped her professional path. Whether you're exploring your own career options or curious about the marketing industry, Mary's story is a reminder that the road to success isn't always a straight line.

Pat Zingarella is the CEO of Invest Clearly, a GP review site and directory. The mission of Invest Clearly is to empower LP's to make informed decisions by hosting unbiased reviews of passive investment sponsors from verified experienced investors. They also help Sponsors build trust with new investors through transparency. Prior to Invest Clearly Pat worked as an Account Executive for a $5B research and advisory company where he would provide go-to-market and growth support to start-up companies, ran his own sales consultancy, and personally invests in residential and commercial real estate. Visit https://investclearly.com/ to research sponsors or to claim your profile as a sponsor now. Chapters 00:00 Market Conditions and Passive Investing Opportunities 02:53 Pat Zingarella's Journey into Real Estate 06:53 The Need for Transparency in Investment Reviews 12:01 Building Trust Between LPs and GPs 18:17 Engaging with the Invest Clearly Platform 20:27 The Role of Reviews in Passive Investing 25:02 Future of Invest Clearly and Community Building 27:41 Mindset and Educational Resources for Investors 30:58 Due Diligence Advice for Passive Investors 32:51 Personal Insights and Future Aspirations Summary In this episode of the Gentle Art of Crushing It podcast, host Randy Smith speaks with Pat Zingarella, CEO of Invest Clearly, about the current market conditions affecting passive investors and the importance of transparency in investment reviews. Pat shares his journey into real estate, the challenges faced by both limited partners (LPs) and general partners (GPs), and how Invest Clearly aims to create a safer ecosystem for investors through verified reviews. The conversation also touches on the significance of community engagement, mindset resources, and due diligence in passive investing. RANDY SMITH Connect with our host, Randy Smith, for more educational content or to discuss investment opportunities in the real estate syndication space at www.impactequity.net, https://www.linkedin.com/in/randallsmith or on Instagram at @randysmithinvestor

Areya Dargahi leads mid-market sales at Gainsight, a Series E SaaS company that helps businesses drive efficient growth by unifying the post-sales customer journey. Areya has built out their mid-market sales team from scratch, and now his team is bringing just shy of $10 million ARR.Gainsight started off as an enterprise-only solution and then moved down to target SMB and mid-market clients. They saw that smaller companies had outgrown the tools available to them and realized there's a huge opportunity to expand.Although from a product perspective there weren't many strong competitors that rivaled Gainsight, their downmarket motion still required quite a bit of competitive intel and strategy to ensure that Gainsight wins those competitive deals.ls. What really helped them was setting up a slack channel where the whole team monitors their competitors and shares their insights - whether they are positioning changes, new content releases or notes from going head to head on a deal.Areya is a huge proponent of quick response times during the sales process. While features do matter, for upmarket deals there's always a possibility that a feature gets custom built for that client, but in order to build enough mutual trust for such a big, two-sided commitment, something as simple as quick response times can work wonders when putting prospects at ease during the sales process.Tune into the full episode to learn why you should improve your sales process by taking a customer success approach!HIGHLIGHTS: 0:00 Intro 2:44 Getting to Sales and Customer Success alignment3:57 Moving from Enterprise to Mid-Market/SMB5:13 Building Gainsights competitive intelligence 7:40 The importance of quick response times11:01 Relationship vs Outcome selling12:53 Winning the deal is only half of the battle17:54 Account Executives need product expertise22:31 How to approach teaching AE's productConnect with Areya - https://www.linkedin.com/in/areyad/Connect with Max - https://www.linkedin.com/in/max-greenwald/Want to convert your website visitors instantly? Try Warmly for free - https://warmly.ai/

Account executives are critical for agency profitability and success. Without them, we wouldn't have anybody responsible for building deeper trust with clients and growing their accounts. That's why we've brought Lori Highby on the show this week to share everything she knows about the account executive role. Some of you might recognize her from the AE Bootcamps she teaches at, and she's here to bring that wisdom to the greater AMI community so we can better understand just how important our AEs are for agency success. As someone who has an inside look at how AEs think and the questions and concerns that are always in their heads, Lori is the perfect person to share them so we can learn how to better support our AEs.   We cover everything from the expectations in an AE role, how agency owners can better communicate their goals and expectations to AEs, recognizing their hard work, and supporting their goals and aspirations within their role so they can also grow with the agency.  This episode is packed with incredible insights, so we hope you can take some of these topics and use them to better understand and support the AEs in your agency.  A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Recurring struggles that account executives face and are looking for guidance about The importance of standardized communication on the team and with clients Helping AEs level up their soft communication skills Supporting your account executives' eagerness to learn and level up The importance of AEs knowing agency math and using it to determine profitability What AEs really want from agency leadership  Take more time to recognize and appreciate your account executives' hard work How to find more moments for recognition on your team What AEs love about their jobs How to support and encourage your team in leveling up their skills How agency owners can amplify AE success in the agency

During AISA Cyber Con 2024 in Melbourne, Sean Martin connected with Jade Wilkie from ThreatLocker. Wilkie, who is currently an account executive and soon to assume a leadership role with the APAC sales team, discusses the significance of ThreatLocker's presence at the event and their growth in the Australian market. With ThreatLocker's APAC team attending for the first time, Wilkie emphasizes the importance of support on the ground as Australia has quickly become ThreatLocker's second-largest market.ThreatLocker's approach, centered on a default deny methodology and zero trust framework, aligns well with Australia's Essential Eight cybersecurity framework. Wilkie highlights that this strategy not only prevents unauthorized access but also reduces noise during detection and response processes. This makes the Essential 8 a solid foundation for cybersecurity, offering a straightforward and effective structure that companies can implement.At their booth, ThreatLocker aims to raise awareness about their comprehensive offerings beyond application control, including EDR and MDR, and network control modules. Wilkie invites attendees to engage with the team to understand how ThreatLocker's solutions can fortify their security structures.The episode teases an upcoming conversation at Zero Trust World in Orlando, where Sean Martin and Jade Wilkie will further explore the event's takeaways and discuss emerging themes and trends in the cybersecurity space. Don't miss out on this insightful discussion that promises to deliver valuable information for strengthening cybersecurity efforts.Learn more about ThreatLocker: https://itspm.ag/threatlocker-r974Note: This story contains promotional content. Learn more.Guests: Jade Wilkie, Account Executive APAC, ThreatLocker [@ThreatLocker]On LinkedIn | https://www.linkedin.com/in/jade-wilkie-salesprofessional/ResourcesEssential Eight: https://itspm.ag/threatq55qZero Trust World: https://itspmagazine.com/zero-trust-world-2025-cybersecurity-and-zero-trust-event-coverage-orlando-floridaLearn more and catch more stories from ThreatLocker: https://www.itspmagazine.com/directory/threatlockerView all of our AISA Cyber Con 2024 coverage: https://www.itspmagazine.com/australian-cyber-conference-melbourne-2024-cybersecurity-event-coverage-in-australiaAre you interested in telling your story?https://www.itspmagazine.com/telling-your-story

Rancho Mesa's Alyssa Burley and Rory Anderson, Partner and Account Executive of the Tree Care Group discuss how companies can maximize the value of their carrier loss control visits. Show Notes: ⁠⁠Subscribe to Rancho Mesa's Newsletter⁠⁠. Director: ⁠⁠Alyssa Burley⁠⁠ Host: Alyssa Burley⁠⁠ Guest: ⁠⁠Rory Anderson⁠⁠ Producer/Editor: Jadyn Brandt Music: "Home" by JHS Pedals, “News Room News” by Spence © Copyright 2024. Rancho Mesa Insurance Services, Inc. All rights reserved.

What paths are available for entering the tech sales profession? Check out this discussion with two guys who did not do it the traditional way. It might inspire you for your own career, or help you think about recruiting in a new way. 

Today's episode features valuable insights from the 2024 Sales Success Summit presentation by Alex Smith, a top Account Executive at Docebo, who shares his unique journey from overcoming job layoffs and personal hardships to finding unexpected professional opportunities. We'll explore themes of self-reflection, empathy, and the balance between personal and professional life. More info and video of the presentation here: https://top1.fm/AS24

B2B e-commerce offers great opportunities to manufacturers and distributors, but creating an industry-specific strategy, and finding the right partners and platforms to implement it can make all the difference. This episode is brought to you by The Office of Experience, a design-driven, digital-first, vertically integrated and collaborative agency that believes in the power of ideas and the strength of people, and by Znode, the premier B2B e-commerce enterprise platform. About Carlos Manalo Carlos is co-founder & co-CEO of OX. He leads his team with nearly 20 years of grit and seasoning in the interactive and integrated multichannel space. As a customer-centered experience strategist by training, Carlos believes that enhanced customer satisfaction and loyalty is achieved through clarifying strategic intent and uncovering opportunities in the user journey. By merging the benefits of analysis and interaction, he creates experiences that drive alignment, progress and evolution. His focus on performance-driven engagements has allowed Carlos to be a true 360-degree partner, building user-centered experiences for some of the world's leading brands. About Tom Flierl Tom is the Chief Commercial Officer at Amla Commerce, creator of ecommerce software products Artifi and Znode. Tom leads the sales, marketing, channel management, and account management teams and managing analyst relations. He leverages over 20 years of business experience in branding, marketing, digital commerce, and technology to assist customers through their digital journey. Tom is frequently featured as a speaker and thought leader on digital commerce. About Wil Goodman Wil is an Account Executive at Amla Commerce, creator of the ecommerce software products Artifi and Znode. Wil works with manufacturers, distributors, and retailers daily to understand how their unique business needs shape their ecommerce strategies. Growing up in a family with deep roots in distribution—his father owns a building trades and materials business—Wil developed an early understanding of the industry. Before joining Amla Commerce, Wil spent six years working for a nationwide medical distributor. Leveraging his background and software expertise, Wil helps prospective customers craft the optimal ecommerce experience using Znode. RESOURCES The Office of Experience website: https://www.officeofexperience.com Znode website: https://www.znode.com Connect with Greg on LinkedIn: https://www.linkedin.com/in/gregkihlstrom Don't miss a thing: get the latest episodes, sign up for our newsletter and more: https://www.theagilebrand.show Check out The Agile Brand Guide website with articles, insights, and Martechipedia, the wiki for marketing technology: https://www.agilebrandguide.com The Agile Brand podcast is brought to you by TEKsystems. Learn more here: https://www.teksystems.com/versionnextnow The Agile Brand is produced by Missing Link—a Latina-owned strategy-driven, creatively fueled production co-op. From ideation to creation, they craft human connections through intelligent, engaging and informative content. https://www.missinglink.company Learn more about your ad choices. Visit megaphone.fm/adchoices